INVESTOR PRESENTATION April 2020
Some information provided in this document will be forward-looking, and accordingly, is FORWARD-LOOKING subject to the Safe Harbor provisions of the federal securities law. These statements include, but are not limited to, potential impacts to our business related to the COVID-19 pandemic, STATEMENT statements regarding future revenues, gross margin, selling, general and administrative expenses, operating income and operating margin, income tax expense, capital expenditures, business prospects and product pipeline and the impact of the coronavirus. We caution you that these statements are subject to a number of risks and uncertainties described in the Risk Factors section of the Company's Annual Report on Form 10-K, filed with the Securities and Exchange Commission (the “SEC”). Accordingly, all actual results could differ materially from those described in this presentation. Those viewing this presentation are advised to refer to Crocs' Annual Report on Form 10-K, as well as other documents filed with the SEC for the additional discussions of these risk factors. Crocs is not obligated to update these forward-looking statements to reflect the impact of future events. 2
• COVID-19 Update CONTENT • Positioned for Global Growth • Financial Results • Appendix 3
Despite recent softness in our business due to the COVID-19 pandemic, Crocs remains a strong, vibrant brand that is very well positioned. In the near-term, we have no liquidity concerns and have taken quick action to ensure we will be strongly cash flow positive for the remainder of the year. Over the long-term, we are confident we will restore our momentum in 2021 and continue our positive trajectory for years to come. – Andrew Rees, President and CEO 4
OUR COVID-19 PLAYBOOK DEFENSE OFFENSE Lower expenses Four key product pillars Reduce working capital Powerful social & digital marketing Defer capital expenditures Digital-led route to market Maximize liquidity Largest growth opportunity in Asia 5
Defensive Actions Lower expenses Reduced salaries and wages, lowered marketing investment, and fewer discretionary expenses Reduce working capital Tightly managing inventories and working with customers and vendors to manage receivables and payables Defer capital expenditures Deferred or cancelled certain investments that we were making to support growth Maximize liquidity Increased revolving credit facility, modified leverage ratios, temporarily suspended share repurchases 6
BEING THERE FOR HEALTHCARE 450K+ pairs donated globally to date $11M non-recurring expense in 2020 7
CUSTOMER FEEDBACK 8
CUSTOMER FEEDBACK 9
LONG-TERM GROWTH DRIVERS Four Key Powerful Social & Digital-Led Largest Growth Product Pillars Digital Marketing Route to Market Opportunity in Asia Clogs : Innovate & grow clog Digital and social focus globally E-commerce : Double-digit growth Asia : Largest long-term growth relevance continues potential Come As You Are Sandals : Significant long-term Retail : prioritize outlets as most Americas : Strong growth Brand ambassadors growth potential profitable retail format momentum Social influencers Visible Comfort Technology Wholesale : Greatest growth EMEA : Stable growth opportunities within e-tail accounts Collaborations Personalization and distributors 10
PRODUCT & MARKETING Grow Clog Relevance • Market leader in growing $5B* global category • Crocs clog revenues +11% in Q1 2020 to ~66% of footwear sales • Key drivers of clog growth and relevance are: ‒ Impactful collaborations across the globe ‒ Personalization with expanded Jibbitz charms • Strongest growth in the Americas with continued opportunity in Asia and EMEA * Internal estimate. 11 Source: British GQ, May 2020.
PRODUCT & MARKETING Significant Long-Term Growth Potential in Sandals • Growing $30B* global casual sandal market - Fragmented market with no clear leader • Consistent track record of growth ‒ Sandal revenue +10% in 2019 ‒ ~19% of footwear sales ‒ Pre-COVID, three consecutive years of double-digit growth • Key drivers of sandal growth are: ‒ Targeting female explorers ‒ Marketing to support awareness ‒ Higher purchase frequency to address multiple wearing occasions *Internal estimate 12
PRODUCT & MARKETING Invest in Visible Comfort Technology • LiteRide™ comfort franchise features foam footbeds • Top 5 franchise for Crocs • Leveraged in other collections , e.g., Brooklyn sandals and Crocs at Work™ 13
PRODUCT & MARKETING Personalization with Jibbitz TM Charms • Personalization is a global megatrend • Optimistic story-telling and personalization will be even more critical post COVID-19 • Drives relevance for the Crocs brand • Offers newness and inspiration at a compelling price point • Effect we see is an overall increase in clog and sandal sales 14
PRODUCT & MARKETING A Marketing Strategy to Drive Brand Heat CELEBRITIES Highest rank ever Drive mass reach for Crocs brand In Piper Sandler’s Spring “Taking Stock with Teens” survey MASS INFLUENCERS Drive mass engagement Double-digit growth in brand metrics INTEREST-BASED INFLUENCERS Drive brand relevance Brand desirability, brand relevance and brand consideration each rose DD for 2018 and over the past three years in our annual brand survey UGC & EMPLOYEES Drive trust and local WOM 15
PRODUCT & MARKETING Powerful Social & Digital Marketing • Evolve “ Come As You Are ” • Heighten clog relevance and sandal awareness • Expand digital reach and engagement in top 5 markets* • Drive further brand heat and relevance with collaborations • Improve social engagement through locally relevant platforms * US, China, Japan, Korea and Germany. 16
CHANNEL Digital-Led Route to Market Digital 30.1% Non-digital 69.9% Digital E-commerce Wholesale Retail Third-party e-tailers Distributors, multi- Company-operated full-price Crocs.com marketplaces (e.g., Amazon, Ilzzo, brand, and brick-and- retail and outlet stores, (e.g., eBay) Zalando) mortar retailers kiosks, and store-in-store 17 * Chart is as of percentage of Q1 sales.
REGION Largest Growth Opportunity in Asia Asia: greatest long-term growth opportunity • Increase brand recognition and drive clog relevance in China with Tier 1 celebrity, Yang Mi • Multichannel growth in Japan and South Korea • Strong E-commerce growth supported by participation on key marketplaces Americas: largest region • Maximize clog growth and expand sandal penetration at wholesale • Leverage leading position within major e-tailers • Continue strong E-commerce growth EMEA: most diverse region • Maximize Digital Commerce with a focus on e-tail and marketplaces • Drive wholesale growth through distributors 18
Q1 HIGHLIGHTS FINANCIAL RESULTS • Record Americas revenue +14% • Strong e-commerce revenue +16% • Improved adjusted gross margin +110bps to 48.0%* Strengthened Crocs TM brand with $5M • marketing investment Highest rank ever for Crocs TM in Piper • Sandler Spring “Taking Stock with Teens” * See reconciliation to GAAP equivalents in Appendix 19
Q1 Financial Results 1Q20 vs. LY Revenue $281.1 (3.3%)* Adj. Gross Margin 48.0% +110 bp Gross Margin 47.7% +120 bp Adj. SG&A as % of Revenue 38.7% (340 bp) Adj. Operating Margin 9.4% (230 bp) Adj. EPS $0.22 ($0.14) * Revenue growth on a constant currency basis and excluding impact of store closures. 20 See reconciliation to GAAP equivalents in Appendix
FY2020 Color • Sharpest decline expected in Q2, as retail is materially closed for most of the quarter • E-commerce will continue to outperform in all regions • SG&A of $440-$460M • ~$30-$50M lower than 2019 • $100M lower than 2020 plan • Capital expenditures of ~$30M • Lower than pre-COVID guidance of $50-$60M • Inventory to peak in Q2 • No liquidity concerns • Positive free cash flow throughout remainder of 2020 21
APPENDIX 22
NON-GAAP RECONCILIATION 23
NON-GAAP RECONCILIATION (cont’d) 24
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